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[Eric Taubert Contribution Level: 1]

I'd love to hear some advice and war stories from everyone on how they answer some of the objections they frequently encounter during sales and recruitment efforts.

Having a system in place you can automatically default to when objections arise really helps to cut down on the type of awkward floundering that always kills sales. It's all about conveying confidence. Do not go out into the field unless you're armed with strong objection answering responses.

One of my favorite techniques is "Feel, Felt, Found". It's old school sales, I know -- but it works.

For those of you not familiar with this technique - it's a way of empathizing with prospects. No matter what you're selling, objections will arise - it's part of the game. The worst thing you can do is immediately invalidate your potential client's concerns. What you want to do is empathize and redirect. The way you do that is by jumping right into 'Feel, Felt, Found."

This technique will work with any product or service. It also works as a recruitment tool. For example, lets try out a lighthearted script dealing with recruitment for a sales position:

You: "Would you mind if I just took five minutes of your time to go over a new career opportunity with you?"

Prospect: "I'm not sure I'm interested...I already represent this other company, and things are working out great for me."

You: "I know exactly how you feel. Many of the people who work for my company felt exactly the same way when I first approached them, but what they found after spending just a few minutes going over the details with me was that this is an opportunity that's too big to ignore no matter what else you're doing. You owe it to yourself to just spend a couple moments talking this over with me."

And that's how the "Feel, Felt, Found" technique works. Give it a try and watch your objections wither away.

[Tom Bradley Company: Herbalife International of America, Inc. Contribution Level: 3]

Hi Eric,

There is nothing wrong with 'old school sales'. In fact, once the prospect is in front of you (figuratively or literally) 'old school' is really all there is. I've been in sales for over 30 years, and have read many books written decades before I ever started pounding the street, and rest assured, there are no new concepts when it comes to effective selling, only new packaging.

The LAER technique has always worked well for me. I've got a video posted here at BN if you want to check it out:

http://www.betternetworker.com/videos/v ... rough-laer

[Mehak Naheem Company: YourNetBiz Contribution Level: 3]

Hey Eric, a great post you have here! I tend not to think of internet marketing as a sales field because simply being down to earth, listening and being on the same level of prospects usually does the trick for me.
When I get asked questions, if I've already been asked the same question before I refer them to my blog where I answer a lot of the frequent questions/objections I am faced with. This shows automation, professionalism and they can look at other videos too which should hopefully cover anything that may concern them but not yet asked. So people feel they are receiving value in return.

[Bruce Liebing Company: Mentoring For Free Contribution Level: 2]

Eric, I like the "old school" methods, no matter the new relabeling, fore there is the old saying that "there is nothing new under the sun"... In fact most of the Quotes I see these days are really re- re-quotes.

I do not like being put off to totally automated responses, therefore I don't do that to others... Automation with easy personal contact, for the human touch.

[Eric Taubert Contribution Level: 1]

Thanks for replying everyone. It's always great to hear what's working and what isn't from others out in the field.